Senior Manager, Capture Management
- Military veterans preferred
2019-05-15 DynCorp Recruiting (www.dyn-intl.com)
Fort Worth Texas United States
The Senior Capture Manager is accountable for growth and responsible for leading/winning services and solutions based critical new business competitive captures of significant size (greater than $100 million up to $1 billion or more), complexity of scope, and/or a unique/complex business model in support of the business achieving growth objectives
(Typical duties include the following, although specific duties vary by assignment or contract)
Planning, directing, and controlling all activities related to the capture effort, including accountability of all phases of capture management until contract award. May manage large complex capture efforts.
Develop a capture plan which includes a description and analysis of the opportunity, customer, competition, team, pursuit/win strategy, pricing strategy, and capture resource needs, with an integrated action/contact plan.
Focus on customer oriented solutions, forming a competitive team and coordinating the integration of subject matter experts and functions required to position the team and maximize probability of win.
Prepare capture team staffing plan and overall resource basis of estimate.
Develop and implement customer contact plan across all levels of customers.
Identify customer’s key issues, concerns and “hot buttons” through direct customer contact leveraging Business Development and Business Area resources.
Lead the Capture and Proposal Business Decision Gate reviews for all pursuits assigned.
Ensure effective and efficient implementation of proven best practices for activities such as strategy workshops/reviews, proposal planning, proposal development/reviews, and proposal production.
Lead win strategy, competitive assessment, and pricing strategy workshops and prepares/completes strategic action plans, Return on Investments, risk assessments.
Ensure winning technical, management, price, and past performance approaches are developed by the capture team.
Conducts thorough draft/final Request for Proposal analyses and develops questions for customer.
Provides guidance to Proposal Manager in development and execution of a Proposal Management Plan, including technical, management, pricing, and past performance/corporate experience.
Interacts with and provides guidance to Proposal Manager on the entire proposal/orals process to ensure well-written, compliant, and competitive volumes/slides incorporating win themes, discriminators and program insights.
Ensure timely selection and participation in pursuit process of key personnel for program implementation and management.
Establish the company as preferred contractor prior to release of Request for Proposal through advertising and other communication means.
Develop and manage the Capture Budget, including the sales and marketing and the bid and proposal budgets, updating as required.
Develop appropriate teaming strategies, including negotiation of teaming agreements.
Ensure data is updated in relevant business development information system(s).
Perform other duties as assigned.
Knowledge & Skills
Extensive knowledge of capture management process that entails the development of management and technical approaches, cost volume management, teaming, pricing strategies and competitive assessments.
Proven ability to conduct competitive assessments and price to win analysis.
Strong interpersonal skills including tact, diplomacy, and flexibility to work effectively with senior managers, employees, and the general public.
Strong leadership skills with an ability to coach, lead, motivate and influence others to support corporate goals and objectives to produce a winning proposal within budget and schedule constraints.
Ability to understand profit and loss calculations and basic business finance.
Ability to help formulate winning technical, management, past performance, cost oral presentation strategies.
Experience & Education
Bachelor’s degree in Business Administration, Economics or International Affairs. Two (2) years’ experience in business development or related discipline can be substituted for each year of the four (4) years of college.
Master’s degree is desirable.
Ten (10) years of business development or capture experience in the technical services arena with two (2) of those years focusing on large Government bids.
Proven track record supporting and developing winning bids.
Demonstrated expertise and success in leading captures and proposals in the services sector with established relationships with users, key decision makers, and acquisition officials/leads within government agencies.
Experience with differing acquisition approaches with a proven record of pursuing and capturing services and solutions based new business opportunities of significant size, complexity of scope, and/or a unique/complex business model.
Successful completion of Capture Management training courses.
Positions may require U.S. citizenship for purposes of obtaining clearances. Additional clearances may also be required from the DoD.
Desired Experience / Skills:
Prior US Military service or working in other federal agencies and/or the Intelligence community is a plus.
Experience in International Business Development and Capture is a plus.
Relevant contract operations experience.
Physical Requirements/Working Environment
Works in a normal office environment with controlled temperature and lighting conditions.
Must be able to work extended hours, often with short notice, to meet deadlines. Extended hours may include late nights, early mornings, weekends and holidays.
Demonstrate ability to work efficiently under conditions of multiple deadlines and changing priorities to produce a large volume of high-quality material with attention to detail.
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